 Category :: Negotiation Articles |
Author :: Eric Jones  |
| |
| Article Title :: Power is an Essential in Negotiations |
| |
| Power is an integral aspect of all negotiations. Those who have it flaunt it. Those who don't, crave it. But is power all it is built up to be? Yes, it is!Everyone possesses some form of power. It is not a unique or rare commodity. It exists within each of us. The ability to reach in and drawing upon it in time of crisis is another matter.People who wind up hospitalized after an operation or accident become astutely aware of their helplessness as they lie waiting for the next onslaught of medical staff to probe, press, check, inject, administer and otherwise subjugate the patient with minimal, if any, feedback on what is happening. Powerless to question, much less manage, wh (read full article) |
| |
 |  |
| |
| Category :: Negotiation Articles |
Author :: Tony Atherton |
| |
| Article Title :: Negotiation Skills -- The Salami Technique |
| |
| Some negotiators just love to play tactical games. In this article we will look at one their favourite negotiation tactics – the Salami technique – and think about how to rebuff it.Salami sausages are big things (often spicy) that are eaten a slice at a time. They would be indigestible if taken in a single large piece. This aspect has led negotiators to use the name for a negotiation technique that tries to do just that: to win concessions in small doses (slices) when the other party would probably reject them if they were put on the table all at once. The technique is often used against a party that is mainly concerned with damage limitation.Consider a tough union negot (read full article) |
| |
| |
| |
| Category :: Negotiation Articles |
Author :: Carla Rieger |
| |
| Article Title :: Creating the Right Atmosphere for Negotiating Differences |
| |
| Conflict resolution is one of the most important skills needed in the 21st Century. Think how often you need to negotiate with people, even on the weekends. For example, on Saturday I started out negotiating with my husband whether or not to go for a run or a walk. We settled on a run/walk. Then we stopped into a garage sale to buy a coffee maker. We dickered a bit over the price. Later, my assistant wanted to change the day she came into work. That took some creative thinking to find a solution. In the evening, we talked with our grown son about vacationing together in November. Should he come here, should we go there? It happens constantly. Yet, few of us learned any formal skills in th (read full article) |
| |
| |
| |
| Category :: Negotiation Articles |
Author :: Herman Drost |
| |
| Article Title :: Business Debt Resolution Creates Solution |
| |
| Going to court because a vendor or supplier did not make good on their promise can create immense cash flow problems for a business. In addition, it could result in lawsuits, liens and even bankruptcy. However by choosing debt resolution, business owners can bypass the court system, saving their company a mountain of difficulties."When does a business owner need a debt resolution professional?"When the company is in a dispute with someone, when all lines of communication are poor and when it doesn't look like things will be resolved," says Peter Robben, a business debt resolution specialist. "By bringing in a third party 'mediator,' the tedious legal ja (read full article) |
| |
| |
| |
| Category :: Negotiation Articles |
Author :: Manik Thapar |
| |
| Article Title :: Negotiating Skills |
| |
| Introduction:Negotiation involves two or more parties, who each have something the other wants, reaching an agreement through a process of bargaining. This section explains the principle of this exchange and gives you the confidence and skills to conduct negotiations and achieve a mutually acceptable outcome. Designed for easy access to relevant information, and including practical tips, this section covers the whole process of negotiation, form preparation of closing a deal, and is suitable for novice and seasoned negotiators alike. It includes essential advice on devising a strategy, how to make concessions, what to do when negotiations breaks down, and how to make use of third p (read full article) |
| |
| |
| |
| Category :: Negotiation Articles |
Author :: Gerry Oginski |
| |
| Article Title :: 5 Steps To Getting A Better Contract, A Better Offer, Or Even A Better Deal! |
| |
| You have something someone else wants. Usually it’s money. Sometimes, it’s the work you perform. You want a car, but you don’t want to spend a lot. You have a job, but you feel you deserve a raise. You want to sell your house, but you’ve rejected each offer.Here are the 5 steps you need to climb to becoming a better negotiator:1. Figure out what the value of your car is; what your services are worth in the marketplace (ask friends, relatives or colleagues what people like you earn in the private sector); ask a few real estate agents to give you a straight-forward assessment of your home.a. Once you know the approximate value of these things (also called (read full article) |
| |
| |
| |
| Category :: Negotiation Articles |
Author :: Roger Dawson |
| |
| Article Title :: Ask For More Than You Expect to Get |
| |
| One of the cardinal rules of Power Negotiating is that you should ask the other side for more than you expect to get. Henry Kissinger went so far as to say, "Effectiveness at the conference table depends upon overstating one's demands." Think of some reasons why you should do this: Why should you ask the store for a bigger discount than you think you have a chance of getting?Why should you ask your boss for an executive suite although you think you'll be lucky to get a private office?If you're applying for a job, why should you ask for more money and benefits than you think they'll give you?If you're dissatisfied with a meal in a restaurant, why (read full article) |
| |
| |
| |
| Category :: Negotiation Articles |
Author :: Roger Dawson |
| |
| Article Title :: To be a Better Bargainer, Bracket Your Objective |
| |
| Whether you're bargaining in your favorite antique store, negotiating for an increase in pay, or trying to get the rock-bottom price for a new car, you'll do better if you use a technique that negotiators call Bracketing. This means that your initial proposal should be an equal distance on the other side of your objective as their proposal.Let me give you some simple examples:The antique dealer is asking $1200 for that antique desk that would be perfect in the corner of your living room. You are willing to pay $1000. You should offer him $800.You hope that your boss will give you a 10 percent increase in pay. You should ask him for 20 percent.The car dealer is (read full article) |
| |
| |
| |
| Category :: Negotiation Articles |
Author :: Roger Dawson |
| |
| Article Title :: The Value of a Service Goes Down Quickly |
| |
| The value of a service always appears to go down quickly as soon as those services have been performed. The value of any material object you buy may go up in value over the years, but the value of services always appears to decline rapidly after you have performed those services.Power Negotiators know that any time you make a concession to the other side in a negotiation you should ask for a reciprocal concession right away. The favor that you did the other side loses value very quickly. Two hours from now the value of it will have diminished rapidly.Real estate salespeople are very familiar with the principle of the declining value of services. When a seller has a problem g (read full article) |
| |
| |
| |
| Category :: Negotiation Articles |
Author :: Roger Dawson |
| |
| Article Title :: Want to Get More at the Bargaining Table? Learn to Flinch at Proposals |
| |
| Power Negotiators know that you should always flinch-react with shock and surprise at the other side's proposals.Let's say that you are in a resort area and stop to watch one of those charcoal sketch artists. He doesn't have the price posted, and he has the shill sitting on the stool. You ask him how much he charges, and he tells you $15. If that doesn't appear to shock you, his next words will be, "And $5 extra for color." If you still don't appear shocked, he will say, "And we have these shipping cartons here, you'll need one of these too."Perhaps you are married to someone who would never flinch like that because it's beneath his or her dignity. My first wife was like tha (read full article) |
| |
| |
| |
| |
| Prev 1 2 3 4 5 6 7 8 [9] 10 11 12 13 14 15 16 17 18 Next |
Article Categories
